Book Review – Every Job is a Sales Job

The pandemic that is currently deteriorating economies globally is causing businesses to take a hard look at why they do what they do. I feel that the businesses that add value will be able to weather this storm. I believe we will see businesses that are not making “win-win” sales, let’s call them greedy (i.e. they win, customers lose), are going to dry up quickly. Note: There are some businesses that fall-in the “win/lose” category which have become too powerful to die, that’s a scary thought.

Why are the greedy ones going to dry up? Due to the unemployment rates skyrocketing consumers and businesses alike are now faced with looking at their finances on a granular level. It seems that necessities will trump luxuries for the next few years and I hope that many individuals are making wiser decisions when it comes to purchasing on credit versus waiting until they have the funds to buy in cash.

With all of this said, I have been challenged by a friend to read through the book “Every Job is a Sales Job: How to Use the Art of Selling to Win at Work” by Dr. Cindy McGovern.

The first “aha” moment in the book for me, after a lot of introduction, was her statement “Kindness sells.” She discusses a few stories along the lines of:

A Chick-fil-A opened on a Sunday just so a 14-year-old boy could fulfill his dream of working at a drive-through. The store’s manager let the child, who has autism and cerebral palsy, hand out cookies to friends and family during his “shift.”

That’s where I feel like the whole purpose of this book becomes evident. If I could summarize the entire book in one sentence, one question, it would be this: “What do you do at work to create a moment that matters for someone?”

To survive the pandemic, to survive 2020 in general, I believe the companies that create moments that matter – those are the companies that survive. Something like that requires an incredible team, but you can’t just have an incredible team, you need an incredible leader that embodies that ‘kindness.’

So, to all the leaders, C-Suites, executives, and managers – how are you leading your teams? Do you see the individual in front of you? I know of many who are hurting right now, your employees are probably hurting. I know of many who are anxious at the moment, your employees are probably anxious. Beyond that, you are probably hurting and anxious as well. If you are, contact me – I’m here for you. I want to see you able to stand as the leader you are and incite courage in those who follow you.

Move in kindness. Move others to do the same.

Poem about “The Call of the Wild”

My 12 yo son just read the book “The Call of the Wild” and had an assignment to write a poem about it. After thinking long and hard, he wrote this and I couldn’t be prouder.

Buck.

Civilised, Aristocratic,

hunting, playing, swimming,

change, abuse, anger, pain,

labouring, straining, learning,

angry, mean,

Wild.

The Paradox of Transparency

A gossip goes around telling secrets,
but those who are trustworthy can keep a confidence.

Proverbs 11:13

In a conversation with my wife earlier this morning we were discussing how blessed I am to work for the company I work for. I so appreciate the anonymity I’ve been given and I was relaying how I feel my productivity has skyrocketed because of it. This place of work is the polar opposite of my previous contract. Previously I worked in an open office where individuals were micromanaged and it felt like the productivity of that office was at a barely functional state. If something needed to be done quickly, that company would simply ‘throw more bodies’ on the task versus attempt to improve productivity. This only added to the confusion and frustration, dragging the productivity down further. It was a terrible cycle.

My current contract has me working wherever and whenever I choose. I have found that I naturally am excited about my work, diving into it, thinking through problems. I am probably 3x more productive in this environment and the organization actually gets more quality hours out of me because I end up working whenever I have an open chance, even outside of regular working hours.

In researching this phenomenon and trying to grasp language for what I’ve personally experienced and how it affects productivity and how management philosophies can cause a breeding ground for productivity or for lies and deceit, I came across this amazing paper/research project done by Ethan S. Bernstein (link to PDF) called: The Transparency Paradox: A Role for Privacy in Organizational Learning and Operational Control. He concludes the paper by stating:

We typically assume that the more we can see, the more we can understand about an organization. This research suggests a counteracting force: the more that can be seen, the more individuals may respond strategically with hiding behavior and encryption to nullify the understanding of that which is seen. When boundaries to visibility fall, invisible boundaries to accurate understanding may replace them at a significant cost. In this research, that cost was a 10–15 percent detriment to performance.

Hence the transparency paradox: broad visibility, intended to increase transparency, can breed hiding behavior and myths of learning and control, thereby reducing transparency. Conversely, I have observed that transparency can actually increase within the boundaries of organizational modules, or what the operators called zones of privacy, when the visible component of transparency is decreased or limited between them.

This paper does not challenge the value of transparency. Instead, it challenges what, and how much, individual observers should see in order to achieve it. Because the mere presence of a manager, in line of sight of an employee, may affect employee performance in negative ways, management by walking around may sometimes be inferior to management by standing still. In this study, creating zones of privacy around line workers’ activities did not result in slacking off or cutting corners. Instead, the zones of privacy improved transparency within the line and, with it, improved productive deviance, experimentation, and focus on productive work. While hourly defect-free production results remained transparent to all via the IT system, line activities remained visible only to those who were best suited to innovate: the line operators. The establishment of a zone of privacy around the line allowed improvement rights to be owned by those on the inside, encouraged more transparency within the visibility boundaries, and ultimately enabled an increase in organizational performance.

Visual privacy is an important performance lever but remains generally unrecognized and underutilized. Paradoxically, an organization that fails to design effective zones of privacy may inadvertently undermine its capacity for transparency.